Finding new clients can sometimes seem impossible. Many factors can limit your ability to connect with new customers, and there can be multiple reasons why you suddenly cannot connect with new customers.
The world of financial consulting is evolving rapidly these days and people are not as loyal to their investment advisor as they once were. You have to think about ways to retain and care for your existing customers, as well as attract new customers. This can seem like a daunting task if you are not using the right strategies to meet your unique customer contact needs.
If you’re ready for some tips on how to expand your customer recommendation list, read on!
Tips for Expanding Your Customer Referral List
Financial consulting is an area of expertise that requires your clients to trust your wisdom as well as your planning skills and your ability to read the market. It’s a much more complicated relationship than working with a home design expert on a makeover or trusting someone to help you design the product you want to buy.
Financial advisors are tasked with building trust and establishing strong relationships with their clients through years of expert advice that yields results.
While you may not be able to control the word of mouth as it reaches your new clients, you can ensure that your work is done meticulously and with attention to detail for existing clients. This will fuel their interest in telling others about the work you’ve done for them. If you have a well-established customer book, you can also use these people to help you find new leads.
Hosting client events can lead to a fun pastime for everyone, making your business more memorable, and can encourage existing clients to invite a friend to the event. It’s a great way to build trust face-to-face without having to be a stubborn salesperson.
You can also find potential clients for friends and family of your existing clients by talking with them. If they say they have a friend who is worried about saving college money for their kids, hand them a business card and invite their friend to talk to you. If you’re not persistent, this can be an effective way to expand your client list.
2. Provide added value on your website.
People cannot work with you if they cannot find you. You can advertise on your social media account or use Google ads to drive traffic to the financial advisor’s website, but that may not make you visible enough to reach new clients.
If you want people to find you effectively, you should consider starting a blog and posting additional valuable content to it. This could be information about college savings, retirement plans, loan explanations, or credit ratings. You want to convey information on topics that will help your potential clients learn about their finances and start interacting with you and your business.
Building that first trust with value-added propositions can go a long way in getting people interested enough to come to you for advice. Value-added content makes it clear that you are in the business of helping people, not making money.
3. Attend public events.
Just like offering additional content online, you can do the same face-to-face when talking about investing at local events. Go to college and become a guest speaker or donate to local events.
Getting involved in your local community can have a significant impact on your ability to find new clients. The more varied your public speaking and engagement, the more likely you are to gain new clients through these efforts.
People who are actively thinking about investing can quickly find you, but people who have never thought about investing need your help; they don’t know it yet. Make sure you are available, that you seem friendly and open to discuss these topics, and as a result, you will gain new clientele through these public outreach forms.
4. Consider hone your niche
While you will be offering all the usual range of financial investment services in your business, you may find that most of your clients need some type of advice and support. If you have determined that the bulk of your business book needs help to save for retirement, this can be a valuable niche for your advertising and other informational materials.
Being an expert in niche markets can be very helpful in attracting more customers and new customers. This is because people tend to gravitate towards anyone who claims to be experts in a specific field due to the effectiveness of word of mouth in this type of business.
One of the other benefits of being part of a niche market is that you can often charge higher commissions over time as you become involved with that particular planning and financial management. It can also help you target your business planning and your own time more effectively to maintain ongoing financial support for your clients.
Expanding your list of financial recommendations doesn’t have to be difficult.
If you follow these tips, you will find that expanding your financial advisory clientele is not as difficult as you thought. Getting started in the process of becoming visible and connected to your community is a great place to start. You can also hire an ad and content management company if you don’t have the time to create online content to generate interest in your business.
Using these tips and tricks will help your financial consulting business become more visible and attract new clients by supporting and impressing existing ones.